occupy a peculiar position. We are not more the representatives of the company or companies than we are of the people, and not as much in my opinion. And it is particularly important the life insurance agent should do his utmost to safeguard the interests of the man whom he induces to insure, and to sell that man the kind of insurance he needs for himself and his family. It is absolutely necessary too that we should have that respect for the rights of others that we demand for ourselves. There comes a time when competition should legitimately cease, when it should be replaced by the fraternal congratulations of the man who is glad his brother agent has won even if he himself has lost. It is not easy. That is one of the hard things that we have to learn in the business.

In the last analysis it is the man that counts in this, as in any other calling. If he is an all-round, symmetri cal, well developed man; if his character is all that has been suggested; if he has these splendid qualifications that we have heard of; if he is a man; if he has a backbone instead of a string where the backbone should be; if he is calm, dispassionate and able to discern the truth, and ready to do justice to every one and is absolutely impartial, is absolutely devoted to his calling; if he has that love for his profession that he ought to have; if he honors it as he should; then in the last analysis that man is bound to be a success, no matter how long failure may seek to dog his footsteps.

And finally, just this one word: life insurance, it seems to me, stands for the service of mankind, and in · the very last analysis nothing which is not of service to the community at large, to the people, can stand. And life insurance today occupies the magnificent position it does occupy, life insurance the principle, the institution, will always last, simply and solely because it does serve the people, and you and I are not fit to bear the name of life insurance agents unless the dominant note of our work is the note of service. [Applause.]

Mr. E. O. Sutton, Springfield, Mass-Mr. President, Ladies and Gentlemen: I believe I have been called to represent the infant class of one of the more quiet associations, from one of the less intellectual centers. [Laughter.] It seems to me perhaps my first impulse on reaching

the subject is to say that the bigger and finer the man the more enduring and true his success; and my second impulse will be to leave the answer in just that form. But I notice that the subject calls for "The Essential Requisites of Permanent and Best Success of a Life Insurance Agent." And perhaps I would say that character is the great requisite for such success. But character also is a term almost too broad to leave undefined. Character to my mind seems that stamp which the man puts upon his nature by his actions. Those elements of character which appear to me to be the essential requisites of the best success of a life insurance agent are the nearest approach to absolute sincerity, absolute fearlessness and untiring activity. Our business is one which demands confidences. All salesmen recognize the importance of gaining confidence, but I think our work demands it more than any other, for the simple reason that the people who purchase from us are to a certain extent leaving their goods in the hands of the people who sold them to them. Therefore, confidence is necessary. And if confidence is necessary, is not the best way to gain confidence to deserve it? And in order to deserve confidence perhaps the simplest motto we can place in front of ourselves is that of absolute sincerity on all occasions and at all times. Every one admires a brave and manly man. Almost every one loves him in spite of mistakes Absolute fearlessness is an essential requisite, and stands second in my mind only to sincerity. And third, untiring activity. Activity that ceases only when the limit of physical endurance has been reached. Activity in application of the first two principles, sincerity and fearlessness.

I feel the claims of other requisites for success, but I feel that on these, absolute sincerity, absolute fearlessness and untiring activity, we should lay our efforts. [Applause.]

President Dolph-It is now in order to inquire whether any one else desires to respond to this topic. I hear no

response. We will then proceed to Topic No. 3: "The Duty of Agents in Respect to Life Underwriters' Associations.

Col. Goulden-Mr. President and Fellow-Sufferers: [Laughter.] I had thought that I might be permitted to occupy my place down upon the floor of the convention. I am not accustomed to speaking from the platform. We do not allow that sort of thing where I have had the honor of trying to do something for my country. The fact is only one man is allowed there, and that is the Speaker of the House. It seems to me to be a question that needs no elucidation-in the words of my good friend Senator Tolman-"The Duty of Agents in Respect to Life Underwriters' Associations," but that you all understand it. It looks like carrying coals to Newcastle to speak to a number of underwriters, many of whom have come hundreds of miles for the purpose of showing their loyalty to life underwriters' associations, upon this subject. The exact language of the topic is "The Duty of Agents in Respect to Life Underwriters' Associations.' May I be allowed to say, Mr. President, that this is an age of organization, an age of co-operation, but I do not quite agree with the shining light in a large city of this country who says that co-operation and not competition is the order of the day. But I do believe in co-operation coupled with organization, and that is what the underwriters' associations of the country are doing today. Co-operation in organization; and they have accomplished much towards advancing our interests and elevating the business in which we are engaged. We find all classes of people, every profession and avocation in life are organizers, co-operators. There is but one class in the country that has failed to appreciate that opportunity, but today, through the great grange movement, they are showing that they realize the importance of co-operation and organization. I may say for your information that I am a granger myself, and therefore

am with that great body of farmers, who are organizing for the purpose of receiving and securing the benefits which come from well organized efforts. And the day is not far distant when that great body of our conservative people will demand their rights both at Washington and in the various state capitals, and will be well received. The organization of underwriters' associations may have a three-fold object: educational, social and beneficial.

The educational feature can be seen in any city wherein exists an association of life underwriters.

The social feature-one of the best and grandest perhaps of all-has brought our people together in common touch and harmony. We rub elbows. We march to the music of progress, to the music of all that tends to elevate this business of ours; and show me a community where there is a well-organized under writers' association, and I will show you a community of life insurance men that are above the average standard of life insurance agents in communities unorganized. I might point, if it would not be considered invidious to various cities of this country where well-organized underwriters' associations have accomplished a great good to their members, and that is the duty, it seems to me, of the agent, to encourage the formation of these organizations. Beneficial-I have derived benefits from it. I remember, if you will pardon a personal illustration, some years ago a gentleman applied to me for an agency contract. I said "Where have you been employed? He mentioned the city, and I said to him, "I will find out from that city what your record is." It came back with the information that he owed so much money to a certain general agent. I said to him "I cannot employ you until you repay the sum you owe to the general agent in the city from which you came. He paid the money. At another time I had the great pleasure of receiving a draft due me for an advance of $100, simply because the general agent of another city refused to employ the man unless he furnished a letter from me stating that he was square on the books. And so the organization goes on and is doing work with which perhaps we are not acquainted.

No, the beneficial feature, the social feature and the educational feature have all tended to bring about a bet

ter understanding, to bring about a better knowledge of our power, for after all, with an organization of more than 2,000 members, we are a power; a power for formulating public opinion; a power for good if we but stand together and exercise our prerogatives and our rights.

This question of our life underwriters' associations reminds me of the regular army as compared with the bushwhackers. Those outside of our organization may be properly called bushwhackers; those in the organization regulars. And we know, and many of you have witnessed the great efficiency of the regular army. I remember, Mr. President, away back in 1877 that one battalion of the regular army did more service in quieting the greatest riot this country has ever seen than five or six regiments of the national guard. It occurred in the city of Pittsburg. So that we may call ourselves the regulars, and those outside of the organization bushwhackers. Now, the agent owes it to the organization to help join and affiliate and help upbuild the business; to help each other, and above all in this age, I am a believer in the theory of "stand pat. I am not a standpatter in some other directions, but I am a standpatter when it comes to life underwriters' associations. [Applause.] I believe we ought to stand pat; I believe we ought to stand together, and if ever there was a time when every man interested in life insurance for the good he can do as well as the money he can make out of it, should show his zeal and his devotion, now is the time. Now is the time for him to show his loyalty to the cause in which he is engaged. [Applause.] There never was a time, I think, in the history of life insurance (and I have been engaged in the business thirty-eight years) there never was a time when all true men, all men who appreciate their positions and who love their business and are proud of it, should stand closer together than just now. Now is the time to stand pat on the part of all men who appreciate the work that our great life underwriters' associations have done. They should seek to strengthen the local organizations by bringing in every man engaged in the honorable business of life insurance. [Applause.]

Mr. A. J. Birdseye, Hartford, Conn.-I have not had time to look over this subject at all. In fact, I do not think it is a proper subject for discussion. I do not